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  • SALES INTELLIGENCE VIEW  |  MONDAY, AUGUST 13, 2012
    [Sales] 25 Influential Leaders in Sales – 2012 edition
    In 2011, we began InsideView’s  25 Influential Leaders in Sales. We’ve made minor tweaks to least year’s edition, however, the list remains strong with some of the most brilliant minds in sales. If you are in sales and have a Twitter account, there is no question you should be following all 25 of these people.
  • SALES CHALLENGER  |  WEDNESDAY, MAY 30, 2012
    [Sales] The Death of Solution Selling
    The Shifting Eras of Sales Over Time. How will the best sales organizations respond? Sales Insights Challenger Rep Challenger Selling Model Insight Selling Sales Messaging Sales StrategyWe believe we are fast watching the death of solution selling. If a customer has assessed their needs, you’re too late.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, FEBRUARY 7, 2013
    [Sales] Why Case Studies Work in B2B Sales
    But if prospects are ignoring sales reps as much as they can in favor of readily available customer testimonials on social media, we think it’s time for the case study to make a comeback. Case studies give buyers a way to promote a message from a customer to a potential buyer, and offer what we think is an invaluable sales pitch.
  • SALES INTELLIGENCE VIEW  |  MONDAY, NOVEMBER 12, 2012
    [Sales] Why Prospect Research Is Sales Best Practice
    Most sales managers expect reps to reach a certain number of phone calls, emails, or tweets every day in their efforts to contact prospects, and some companies reward reps for maintaining a high volume of calls each day. We’ve put together a few reasons why pre-call research should be a standard sales practice for every rep.  .
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, DECEMBER 22, 2014
    [Sales] How to Leverage Holiday Cheer in B2B Teleprospecting Conversations
    We already have the statistics from Craig in his blog post, Why is December a Great Month for Sales Prospecting? Teleprospecting Sales Prospecting Cold Calling B2B Inside Sales B2B Sales Success December is not only the “happiest time of the year;” it also be the most hectic, stressful time of the year for those at work.
  • LEAD VIEWS  |  FRIDAY, OCTOBER 5, 2012
    [Sales] Sales and Marketing Alignment – Martoons
    Sales – Marketing Alignment business cartoons marketing martoons Sales[[ This is a content summary only. Visit my website for full links, other content, and more! ]].
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, FEBRUARY 14, 2012
    [Sales] How to Spark a Romance Between Sales and Marketing
    The same heartbreak often occurs among sales and marketing teams. This Valentine’s Day we have a few tips and tricks to help your sales and marketing departments to fall in love.  It should be so easy.  We just have to make them see the light on a few very common points…. Speaking the Same Language. Keep Them Warm.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 18, 2013
    [Sales] Sales and Marketing: The technology behind CRM
    However, the most expansive definition takes a total end-to-end look at every interaction a person has with a company from simply becoming aware of the company at the very top of the sales funnel, all the way through customer service contact after the final conversion to a closed deal. Marketing, Sales (and IT) alignment.
  • SALES CHALLENGER  |  TUESDAY, APRIL 16, 2013
    [Sales] Why You Should Question Your Sales Culture
    Today, more than ever before, sales organizations are embracing change. However, in our conversations about successful transformation strategies with sales leaders around the world, we noticed that an area that is rarely talked about is that of sales culture. And, can sales culture be changed anyway?
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, JANUARY 23, 2013
    [Sales] Sales Tool Spotlight: Docusign
    In honor of our new eBook, 32 Sales Tools for 2013 , we’d like to draw some attention to our favorite sales tools. Cue the spotlight for DocuSign , the e-signatures application that completely changes the sales game for companies that require contracts and signatures to close business. That’s pretty flooring.
  • SALES INTELLIGENCE VIEW  |  MONDAY, SEPTEMBER 26, 2011
    [Sales] 25 Influential Leaders In Sales
    Part of our job here at InsideView is to receive the most relevant and up-to-date knowledge about sales. Because we love to know the in’s and the out’s of the sales industry. We have compiled a list of 25 influential leaders in sales who are some of the key distributors of rich, knowledgable content in the world of sales.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, MAY 24, 2013
    [Sales] 6 Ways to Eliminate the Demand Gen Blame Game
    Editor’s Note: Today’s post comes courtesy of Frank Donny , founder and CEO of Marseli , a marketing and sales analytics and performance measure software company. Here’s how you can eliminate the blame game and focus on efficient demand gen accountability: Create a service level agreement between marketing, inside sales, and field sales.
  • LEAD VIEWS  |  WEDNESDAY, OCTOBER 6, 2010
    [Sales] Ending the Sales & Marketing Blame Game
    Every company which has marketing and sales departments has at some point, witnessed the famous – sales and marketing fight and blame game – more commonly known as the sales and marketing mis-alignment. In B2C, both marketing and sales are measured by the sales and market share the company enjoys for its products.
  • FEARLESS COMPETITOR  |  SATURDAY, FEBRUARY 19, 2011
    [Sales] Cold Calling is Dead. No it isn’t. Cold is dead. Calling is not.
    The phone still plays an important role is creating and cultivating sales opportunities. Find New Customers helps companies like yours (with 150 to 5,000 employees and complex products) implement  lead generation programs to improve the way you find and  acquire high quality  sales leads using best practices in  online lead generation.
  • SALES CHALLENGER  |  MONDAY, APRIL 21, 2014
    [Sales] Pssst! Statistics Are Not Insight.
    This is a guest post by Kevin Starner, VP of Sales Enablement at Iron Mountain. So the big question is: do you teach your sales reps how to develop their own insight or do you have Marketing build it for them? Part of this depends on how talented your sales force is, but most of it depends on how diverse your buyers’ needs are.
  • FEARLESS COMPETITOR  |  THURSDAY, DECEMBER 30, 2010
    [Sales] 4 BtoB Marketing Action Items for 2011
    This week some prognosticators predicted lots of growth in … Continue reading → Business relationships Buyer Personas Fearless Competitor Leadership Leadership Lessons Management best practices Marketing Sales 2.0 sales challenges Sales knowledge sales leadership Sales-Marketing Alignment
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 15, 2014
    [Sales] The Most Important B2B Marketing Metrics for CEOs
    Tweet CEOs expect their marketing leaders to provide metrics and be accountable in meeting their numbers, just like their expectations for sales leaders. At the same time, most CEOs agree that they aren’t receiving enough activity from Marketing into the sales funnel. On the pipeline? On revenue? Employee total compensation.
  • LEAD VIEWS  |  FRIDAY, APRIL 20, 2012
    [Sales] Is Your Funnel Sick? – Part 2 of Funnel Series
    This is the second in a series of blog entries about sick sales funnels.  In the first installment, I reviewed symptoms that may indicate the presence of illness.  I cited a hypothetical example of a B-to-B marketing effort to Fortune 100 companies that yielded zero sales. What went wrong in that example?  Test before scaling.
  • TYPE A COMMUNICATIONS  |  TUESDAY, JUNE 17, 2014
    [Sales] 50 Statistics About B2B Sales and Marketing (Mis)Alignment
    But if there’s one, at least in the business world, it’s how to fix the chasm between sales and marketing so companies quit bleeding leads (qualified or not) and customers. Well, actually it’s a change management problem, rather than just a sales and marketing alignment problem. 79% of marketing leads never convert into sales.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, MARCH 18, 2011
    [Sales] The Death of Cold Calling – Ending the Debate
    The word “cold&# is used because the person receiving the call is not expecting a call or has not specifically asked to be contacted by a sales person - wiki.   Marketing automation solutions like Eloqua manage opt-ins and content, all directly linked back to lead generation and sales acquisition costs. Should sales people blog?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, APRIL 20, 2011
    [Sales] A process to connect social media, content marketing and sales
    How do these two trends fit together in your sales and marketing plan? Here’s a method you can use to determine where content and social media fit into your online sales strategy.  Let’s start with your good ol’ sales funnel.  Now you know where the different elements can contribute to the sales process.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, SEPTEMBER 7, 2012
    [Sales] The 4 Things I Never Want to Hear on a Sales Call
    by Melissa Madian | Tweet this I’m a sales person’s worst nightmare. It’s my job to research new selling techniques, dissect sales processes, and apply the techniques so our sales team can sell more, sell better and sell faster. Get more sassy sales tips. And I get calls from vendors all the time.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, OCTOBER 13, 2011
    [Sales] The Secrets of B2B Sales and Marketing
    A study by the Kenan-Flagler School of Business at the University of North Carlina fond that  92% of prospects don’t take a meeting when cold-called or emailed by a sales rep. How can sales and marketing reach, connect and engage with prospects effectively in today’s world? Prospecting Sales 2.0 It’s that simple.
  • SALES CHALLENGER  |  MONDAY, JANUARY 28, 2013
    [Sales] Is Mobile Changing the Rules of Sales Engagement?
    Increasingly, sales organizations too are recognizing the value mobile support provides to sellers in the field. In fact, a recent SEC survey shows that 75% of sales organizations are either already using tablet technology or plan to do so within the next 12 months. sales presentations, product videos), collaboration (e.g.,
  • SMASHMOUTH MARKETING  |  MONDAY, AUGUST 3, 2009
    [Sales] Sales Ready Leads: Quality vs. Quantity
    Executive Summary : Lead gen programs that manage to Quality metrics provide sales ready leads that result in an overall higher ROI. Other costs to consider are the costs to manage the vendor relationship, and the cost to the sales team for attending low quality meetings. As David Greenberg, Sr. Then make some of your own inquiries.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JUNE 15, 2012
    [Sales] Are You Walking a Sales Pipeline Tightrope?
    Unfortunately for some sales leaders, you might be watching several tightrope acts going on within your own organization. We are approaching the end of another quarter and it’s safe to assume many sales reps out there are navigating a narrow wire, in this case a thin B2B sales pipeline, to quota achievement. 
  • SALES INTELLIGENCE VIEW  |  THURSDAY, NOVEMBER 13, 2014
    [Sales] The Fat Pipeline
    Data Funnel Sales 2.0 Sales Intelligence Sales Management sale efficiency sales automation Sales Cycles Sales Data Sales Pipeline sales productivity Note: Today’s guest post is another in a series provide […].
  • CONVERSIONATION  |  THURSDAY, JULY 21, 2011
    [Sales] B2B: Involve Your Sales People in Social Media Marketing and CRM Now
    In many B2B companies, especially those with a longer sales cycle (or buying cycle if you will), there is at least one division where employees meet customers and prospects without sitting behind their computers and campaign or CRM dashboards all the time: sales. Good sales people have always listened: do you listen to them?
  • B2B LEAD GENERATION BLOG  |  SUNDAY, APRIL 15, 2012
    [Sales] Universal Lead Definition: Why 61% of B2B marketers are wasting resources and how they can stop
    Has been qualified as sales-ready. Spells out the responsibilities and accountabilities of Sales and Marketing. Makes Marketing and Sales more efficient. Experience has taught me that only 5% to 15% of inquiries are ready to speak to Sales. Is ready to speak with a sales rep within two weeks. Sales rejecting leads.
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 22, 2011
    [Sales] 4 BtoB Marketing Action Items for 2011
    Purchase and read eMarketing Strategies for the Complex Sale by Ardath Albee. Once you’ve read both How to Find New Customers and eMarketing Strategies for the Complex Sale , then you can focus on specific areas of learning where you need more help by visiting the Education page at Find New Customers. Thank God. contact-form].
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JANUARY 12, 2015
    [Sales] How to Effectively Work From Home as a B2B Inside Sales Manager
    hope these tips will help you to set up a home environment conducive to working as a B2B inside sales manager! As an inside sales manager with an open-door policy, there can be days when it seems like people are constantly stopping in to ask questions, sometimes taking you away from time-consuming administrative tasks. Happy New Year!
  • FUNNEL FOCUS  |  WEDNESDAY, FEBRUARY 22, 2012
    [Sales] 3 Steps to Aligning Marketing and Sales
    and social media to streamline their purchasing processes, the line between marketing and sales as it relates to prospect interaction becomes blurred. While challenging, it is possible to get marketing and sales on the same page.  Below I have outlined three steps that can move your organization towards marketing and sales alignment.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, AUGUST 8, 2012
    [Sales] How to Hit Your Sales Target Every Time (The Ready, Aim, Fire Method)
    At that point, I started thinking about how similar archery is to sales. There are three fundamental keys to hitting your sales target every time. When IDC did a study of B2B buyers , only 16% said sales people were highly prepared for an initial meeting. true sales pro never assumes anything, especially in a competitive market.
  • BUYEROLOGY  |  WEDNESDAY, JANUARY 4, 2012
    [Sales] 5 Ways New Buyer Behaviors Are Impacting B2B Sales
    For many in B2B sales, from senior leaders to sales representatives, it may be a discouraging time.  If you follow conventional and social media closely, the storied demise of sales has been told many times. 
  • SALES INTELLIGENCE VIEW  |  TUESDAY, FEBRUARY 1, 2011
    [Sales] Have No Fear: Why Sales Teams SHOULD Be On Social Media
    Social media has become a defacto marketing tool for any organization, but it’s incredible how scared sales managers and teams still are of letting their sales reps join the sales 2.0 Prospecting Sales 2.0 Sales Intelligence Social CRM Social Media Tips Social Selling B2B b2b sales crm 2.0 party. customer 2.0
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, SEPTEMBER 15, 2014
    [Sales] How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies
    This is understandable since the sales pipeline needs to be full and active at [.] The post How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies by Achinta Mitra appeared first on Industrial Marketing Today. I have yet to come across a manufacturer, a distributor or an engineering firm that didn’t ask for more leads.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 20, 2014
    [Sales] Where’s the Passion in B2B Marketing?
    It’s been an amazing experience, and I’ve loved meeting leaders in sales and marketing from all over the world and being part of this community. Sales and Marketing must work together as one team. Buy-in from Sales, Marketing and executive leadership is critical to the success of any lead generation program.
  • LEAD VIEWS  |  WEDNESDAY, DECEMBER 8, 2010
    [Sales] A Model for Aligning Sales and Marketing Processes
    Sales and Marketing alignment is a complex issue involving culture, processes, politics and egos. All of this may seem daunting to an eager sales or marketing manager who simply wants to drive improved revenue results in their company by getting Sales and Marketing to collaborate more effectively. highly recommend the book.
  • SALES CHALLENGER  |  TUESDAY, MARCH 12, 2013
    [Sales] How Not to Lose a Lead
    A successful sale often starts with a well-qualified lead. Needless to say, sales organizations have traditionally focused on getting the first half of the equation right—creating sophisticated lead qualification filters that churn out the most promising leads. But, that’s only half the story.
  • SALES CHALLENGER  |  MONDAY, JULY 7, 2014
    [Sales] Your Sales Reps Aren’t Robots, So Don’t Treat Them Like They Are!
    I’m taking a wild guess here, but I don’t think your sales force is made up of 500 homogenous robots. Assuming I’m right, though, the standard national sales meeting experience is probably leaving your sales force unsatisfied. Flying For information on sales training in general, visit our Sales Training Decision Support Center.
  • FEARLESS COMPETITOR  |  SUNDAY, FEBRUARY 24, 2013
    [Sales] Rebuilding a sales lead generation business after a crisis
    My sales lead generation firm Find New Customers was left behind. The business I had left behind, the sales lead generation company Find New Customers , was suffering from neglect. The sales pipeline was dry. The sales pipeline has filled nicely. Thank God, our sales pipeline is healthy again. Great job.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 20, 2012
    [Sales] You Don’t Just Hire a Sales Team: you build it
    You Don’t Just Hire a Sales Team–You Build It. Developing a great sales organization involves more than just bringing the right people on board. This is an excerpt from my latest book: Your Sales Management Guru’s Guide to:  “Leading High Performance Sales Teams” )  . Create a sales-oriented culture.
  • FOLLOW THE LEAD  |  THURSDAY, DECEMBER 23, 2010
    [Sales] Three chronic b2b sales problems and how to correct them in 2011
    Sales & Marketing “50 Influential People in Sales Lead Management in 2010” Sales Lead Management Association SLMAEarlier this week we focused on b2b 2011 predictions. Today we are looking at three chronic b2b problems. Remedy: Significantly improve [.].
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MARCH 29, 2012
    [Sales] 3 Strategies Pro Golfers Could Teach Sales and Marketing
    Turns out this 20/80 rule holds true for sales and marketing. Some organizations might see early success purely on the talent of their sales force or product. Below I highlight 3 sales and marketing strategies gleaned from competitive sport of golf. 1. Get Your Team in Order. They align their team. Keep Score. Want more?
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JUNE 19, 2012
    [Sales] Sales Leadership: Closing Summer Business
    Sales Leadership:  Closing Summer Business. Now in reality, working the sales process effectively, increasing the number of opportunities and creating creative sales strategies are the fundamentals for a successful summer. Increase your sales strategy.  Ken’s latest book is: “Leading High Performance Sales Teams”.
  • SALES INTELLIGENCE VIEW  |  SATURDAY, DECEMBER 1, 2012
    [Sales] Motivate Your Team to Sales Success
    With fiscal year end in sight for many sales organizations, December can usher a pressure unfelt throughout the rest of the year into a month already packed with holiday parties and vacation plans. If you do not have an individual incentive program for your sales reps, create one for December. Collect feedback from the sales reps.
  • VIEWPOINT  |  MONDAY, NOVEMBER 17, 2014
    [Sales] 8 Ways to Motivate Salespeople to Follow Up Inquiries
    Corporate growth, good and bad, can be traced to sales lead follow-up i. Marketers keep thinking it is common sense for sales representatives to follow up all inquiries given to them. When you think about it, some marketers feel that giving some salespeople sales leads is like throwing money in the trash. Cold calling?
  • LEAD VIEWS  |  FRIDAY, AUGUST 31, 2012
    [Sales] Sales Forecast – Martoons
    B2B Sales business cartoons martoons Sales sales forecast sales projections[[ This is a content summary only. Visit my website for full links, other content, and more! ]].
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 1, 2010
    [Sales] Business & Sales Management Planning for 2011
    Business and Sales Management: Planning for 2011 what you need to do! Right now I am working with several clients on their sales compensation plans for 2011.   operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Several idea’s for our readers: . What did not go well?
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 11, 2014
    [Sales] 6 Fundamental Value-Based Selling Tips
    Others claim sales is a science. If you’re going to win at sales, you have got to sell without actually selling. The same holds true for the sales experience. It can be helpful to create a “structure” for the call — one that includes time for informal conversation. A few tactics to keep in mind during a sales call include: 4.
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, APRIL 29, 2015
    [Sales] Sales Management: The need for creativity
    Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. What was the most creative sales tactic you have used? Need more sales management resources? Check out his Sales Management Tool Kit or the Acumen Project.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 19, 2012
    [Sales] Sales Leadership and Management in a Recovering Economy
    In today’s economic times, the companies most likely to thrive are those that invest time in scrutinizing their strategic sales-management plans. Actual sales activity compared to a defined set of standards. Existing account sales as percentage of total sales, month and year to date. Beyond the Basics. About the Author.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 8, 2013
    [Sales] Sales Leadership: Learning by Observing
    know every year when I attend the National Speakers Association conference I pick up so many great ideas to build my professionalism.   So what does this topic have to do with Sales Leadership? However during any sales call, the manager must be acutely aware of the 5 items listed above when observing their salesperson. 
  • SALES CHALLENGER  |  TUESDAY, APRIL 22, 2014
    [Sales] 3 Sure Ways to Lose Top Sales Talent
    Of course, sales organizations are no exception. Frequent employee exits limit sales organizations’ efforts to build next-level skills and capabilities in their salesforce, which is a bigger problem now than ever before as customers are getting smarter, more informed, and more demanding. So where do most of us go wrong?
  • SALES CHALLENGER  |  TUESDAY, MARCH 5, 2013
    [Sales] Why Solution Sales is Fading Away
    For the past twenty or so years, many companies have pursued a solution sales strategy. This article will explain why solution sales  was developed and its limitations, the reason for its demise, and finally how to thrive in the post-solution sales environment. How Solution Sales Became Our Reality. Reasons for Demise.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, MARCH 25, 2012
    [Sales] Can Sales Grow Your Marketing Database? [Chart]
    Sales Enablement tools  (as we like to call them at Eloqua) are an effective and convenient way to provide your Sales Team with marketing collateral that they can send to prospects. Arming your sales team with marketing collateral not only improves their efficiency – it helps you achieve your goals, too.
  • VIEWPOINT  |  TUESDAY, SEPTEMBER 16, 2014
    [Sales] Building an Inside Sales Lab: 10 Essential Tips for Success
    Why build an Inside Sales Lab in your own office? Testing is an excellent way to grow sales. Take it from today’s guest blogger, inside sales expert Jeffrey Feuer of The InsideSalesLab. Inside Sales He’s got some tips you’ll want to know about.
  • FEARLESS COMPETITOR  |  MONDAY, JULY 18, 2011
    [Sales] What 5 IT buyers would do if they were the CMO at a Technology Company by Kenny Madden & 5 Technology buyers
    What would you advise you’re your sales and marketing teams to do more effectively when selling to the technology buyer? We as IT decision makers are overwhelmed with people following the old model of get a name, make a call, set a follow up, call back, make a pitch, keep calling sales and marketing. More to come. We hope you enjoy it.
  • FIFTH GEAR ANALYTICS  |  TUESDAY, OCTOBER 12, 2010
    [Sales] The 7 Features You Must Include in Your B2B Sales Playbook
    An effective B2B Sales Playbook can energize your sales team and make them more productive in closing new sales. The sales playbook is an important tool that Marketing often uses to provide invaluable marketing information and sales tips. Sales playbooks exist in many styles and forms. Keep it simple.
  • TYPE A COMMUNICATIONS  |  TUESDAY, SEPTEMBER 16, 2014
    [Sales] Sales and Marketing: Moving From Content to Conversations
    Equipping B2B sales teams with the relevant content that helps them have long-term conversations with buyers is hard. Tim Riesterer , Chief Strategy and Marketing Officer for Corporate Visions, and co-author, Conversations That Win the Complex Sale. Sales people have quotas to make and commissions to earn. September 16, 2014.
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 21, 2011
    [Sales] Marketo’s “Secret Sauce” Marketing Approach
    He presented “How to Build an Awesome Personal Brand&# at the 140 Social Media Conference and discussed B2B lead generation on Sales Lead Management Radio. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. B2B Lead Generation | Learning from the Best.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, DECEMBER 30, 2011
    [Sales] Top 25 Posts for 2011 on Sales Enablement and Sales Intelligence
    2011 was a big year for sales intelligence and the use of technology by sales teams to be more effective in finding new opportunities and closing more deals. This is the list of the top 25 sales intelligence posts that people read during 2011. 25 Influential Leaders In Sales. How Science is Changing Sales As We Know It.
  • FEARLESS COMPETITOR  |  MONDAY, APRIL 1, 2013
    [Sales] The Awesome Power of Guest Posts! Sales Enablement post gets call from Executive Recruiter.
    Her answer “I did a Google search on sales enablement and you turned up.” You can see the post here: Who Should Be Responsible for Sales Enablement Content – Sales or Marketing? Make sure you write about topics that get interest, like sales enablement or sales lead generation. Oh well.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 26, 2013
    [Sales] B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales
    Before we start another unproductive war between Sales and Marketing, maybe we should focus on building bridges of understanding between these two departments. Yet far too often, marketers send every lead to Sales and very few of those leads ever convert. Many prospects aren’t ready to talk to Sales early in their consideration.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, FEBRUARY 8, 2011
    [Sales] Are Your Sales People Spending Too Much Time with Customers?
    A new report by the Sales Executive Council (SEC) outlines that sales people are not spending enough time with customers and spending more time engaged in administrative work. Time spent getting ready for presentations and post-sales activities has increased 15%. Prospecting Sales 2.0 Why is [.].
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, NOVEMBER 25, 2014
    [Sales] 3 Social Selling Templates for LinkedIn and Twitter Messaging
    With social selling gaining momentum for sales professionals, inside sales reps are making their presence known in the digital sphere, specifically on LinkedIn and Twitter. Instead, try these types of messages from our Inside Sales Messaging Toolkit to send to your specific followers or connections. The result? LinkedIn.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, JULY 3, 2012
    [Sales] 7 Reasons Why a Social CRM Implementation Plan is Essential to Success in Sales
    Social CRM implementation plans are vital to the success of sales organizations for various reasons. Sales drive the revenue of businesses, and if every tool of the trade isn’t exploited, ROI will soon begin to suffer. Unfortunately, some B2B sales professionals view time in a different manner. Preferred tactics work well.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, NOVEMBER 11, 2014
    [Sales] Newbies Take Note: 3 Social Selling Mistakes to Avoid
    CRM Intelligence customer intelligence outbound prospecting pre-call research prospect outreach Prospecting Sales 2.0 Social selling is a relatively new technique. Heck, Lin […].
  • FOLLOW THE LEAD  |  TUESDAY, DECEMBER 21, 2010
    [Sales] The Sweet Spot: three predictions for b2b sales in 2011
    Dan McDade, president-CEO of PointClear, a prospect development company, said the ongoing debate about sales and marketing alignment in 2011 will seem like Groundhog Day: the eerie feeling that we’ve seen this picture before. “I don’t see it happening in 2011 anymore than it’s happened the last 20 years it’s been talked about,” said McDade, [.].
  • ANNUITAS  |  FRIDAY, MAY 15, 2015
    [Sales] SiriusDecisions Summit 2015: The Un-Death of B2B Sales
    These and other similar statistics have led marketers to believe that the importance of B2B sales reps has diminished. What the study showed was that buyers are interacting with sales reps more than 50% of the time in the earlier phases of the buying process. Educate sales on how we built our programs around personas and buying stages.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, SEPTEMBER 20, 2012
    [Sales] Two Big Problems Between Sales & Marketing – And How to Solve Them
    by Jesse Noyes | Tweet this We’re all familiar with the divide between sales and marketing. This exact situation was the topic of conversation yesterday at Dreamforce ’12 during a discussion among Splunk’s CMO Steve Sommer, Senior Vice President of Sales Tom Schodorf, Eloqua’s President, Alex Shootman , and CMO Heidi Melin. situation.
  • FEARLESS COMPETITOR  |  THURSDAY, APRIL 14, 2011
    [Sales] Inside the Mind of the B2B Buyer – New Paths to Purchase
    Only if you care about revenue results, such as a CEO, Board Member, Head of Sales, or Head of Marketing. Let’s share a few takeaways — which I show as false assumptions, but first I’d like to share a bottom-line observation: This is not your Dad’s (or Mom’s) world of sales. Love hard facts. Kaput.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, JANUARY 30, 2013
    [Sales] Sales Tool Spotlight: Connect and Sell
    Connect and Sell has figured out that sales rejects 91% of marketing’s leads simply because they can’t get them on the phone to qualify them. According to Connect and Sell’s research, it takes 22 attempts to get someone on the phone, and 3 conversations with someone to have a “substantive sales conversation.”
  • FEARLESS COMPETITOR  |  MONDAY, APRIL 25, 2011
    [Sales] Why do content marketing?
    Mark your calendars. I’m appearing on Sales Lead Management Association (SLMA) radio on June 9th. As companies struggle to create quality sales opportunities, they turn to  lead generation companies  like  Find New Customers. sales challenges Sales Leads sales process sales-ready leadsSorry.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 22, 2011
    [Sales] Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function
    B2B Demand Generation | Why it belongs in Marketing – Not Sales. posted part of it below, but you have to visit Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function to read the full article. But what about sales prospecting? So why do sales people do it? Great show! David.
  • VISIONEDGE  |  TUESDAY, MAY 20, 2014
    [Sales] Craft a Killer Sales Playbook
    The Sales Playbook, Defined. sales playbook is a collection of tactics or methods that characterizes the roles and responsibilities for you (and your sales team), lays out clear objectives, identifies metrics for measurement, and provides a common framework and approach for closing sales. The outcome?
  • FEARLESS COMPETITOR  |  WEDNESDAY, DECEMBER 1, 2010
    [Sales] Inside the Mind of the B2B Buyer – New Paths to Purchase
    There’s been lots of discussion about … Continue reading → Business relationships Customer personas Demand Generation inbound marketing lead generation Lead Nurturing Management best practices marketing funnel Sales 2.0 sales challenges Sales knowledge sales leadership sales-ready leads Social Networks
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 22, 2011
    [Sales] Find New Customers: 6 Keys to B2B Marketing Success in 2011
    “We want to have a great year in 2011 and grow sales, profits and market share. sales lead generation program depends on successful execution of a handful of things. In fact, a recent study found that sales teams with fewer, high quality  sales leads closed more than sales teams with more leads of dubious quality.
  • THE POINT  |  FRIDAY, DECEMBER 17, 2010
    [Sales] The New B2B Buyer Dialog: A Conversation with Kathleen Schaub
    Fewer companies, however, can claim to have adapted their sales process as readily. Now as founder and principal consultant at TrellisOne Consulting , she helps B2B companies transform marketing practices, aligning them with business objectives in order to improve sales performance. They often know more than sales people.
  • SALES CHALLENGER  |  TUESDAY, MARCH 11, 2014
    [Sales] Does Challenger Have a Place in Transactional Selling?
    This is a guest post by Kevin Starner , VP of Sales Enablement at Iron Mountain. know what many of you might be thinking: transactional sales requires a Hard Worker profile. On the surface, it does seem as though transactional sales proves the exception to the rule that Challenger always wins.
  • SALES INTELLIGENCE VIEW  |  SUNDAY, NOVEMBER 17, 2013
    [Sales] Top 25 Sales Influencers List: Honoring Luminaries at Dreamforce 2013
    The Annual Top 25 Sales Influencers list is here! For the last two years, InsideView has set a precedent assembling an authoritative list that recognizes the contributions and achievements of the brightest minds in the sales industry. The Three Peats:  We’ve been watching these Sales leaders for a while.  Sales 2.0 Trish.
  • SALES CHALLENGER  |  SUNDAY, FEBRUARY 24, 2013
    [Sales] Choosing the Right Sales Structure
    In today’s complex world of sales where customer buying behavior is becoming increasingly sophisticated, sales leaders are being forced to transform how they approach managing their sales organizations in order to achieve desired business results. Therefore it’s no surprise that making such a decision is far from easy.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, DECEMBER 29, 2014
    [Sales] The One Must Do Action Step to Ensure a Great 2015
    This will help the salesperson plan a strategic sales roadmap as to how their products/services can potentially be used to assist the client in achieving their goals. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Sales Motivation Sales Training
  • SALES CHALLENGER  |  TUESDAY, APRIL 29, 2014
    [Sales] The New ABCs of Sales
    The one big insight that Dan emphasized was that “sales has changed more in the last 10 years than in the last 100.”  And why is that?  What we continue to see in the commercial marketplace is that our sales and marketing organizations HAVE to change approaches and behaviors to grow in a “seller beware” world. That gave us the power. 
  • VIEWPOINT  |  THURSDAY, AUGUST 14, 2014
    [Sales] Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"
    But as I travel around the world speaking to groups of business owners, marketers and sales professionals, the number one question I’m asked is: ‘What do we do now?’” The premise behind John’s book is that “sales people are no longer just closers. ” B2B Sales
  • SALES CHALLENGER  |  FRIDAY, AUGUST 12, 2011
    [Sales] Are Digital Sales Tools Replacing Pharma Reps?
    And while most companies say they’re using digital tools only to supplement personal sales calls, layoffs in the sector suggest that the technology is potentially replacing , not just supplementing , human reps. The Buzz iPads Sales Technology Sales ToolsLet us know in the comments section below.
  • SALES CHALLENGER  |  TUESDAY, JULY 1, 2014
    [Sales] 5 Signs of Bad Coaching
    It’s no wonder sales organizations continue to spend significant time and resources in improving manager coaching skills. the middle 60% of the sales force) to drive performance and stars for retention. Related CEB Sales Resources: Sales Coaching Topic Center. The Anatomy of World-Class Sales Coaching Practices (4.0).
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 1, 2013
    [Sales] Sales Mgmt: Mowing Your Lawn
    Sales Management and Mowing Your Lawn. The same view of your sales team should also be considered, evaluate your team, determine who needs to be “groomed” or “cut” and what treatments must you begin to accelerate your growth during the second quarter. Resources : Top Sales World web site and magazine for April! What didn’t work?
  • VIEWPOINT  |  TUESDAY, MAY 12, 2015
    [Sales] When One Out of Ten is an Abject Marketing Program Failure
    It had to do with customers’ expectations for proposal delivery, namely: immediate versus a 3-5 day delay, in-person versus over-the-phone and web, and quantity of sales leads coming in to support the back-end requirements. To start, Bob had to project the number of sales and dollars that would result from the leads he gets. Repeat.
  • SALES CHALLENGER  |  MONDAY, FEBRUARY 17, 2014
    [Sales] One Way to Take Control of Price-Driven Sales
    Recent shifts in customer buying behavior still have suppliers playing a seemingly endless game of catch up with buyers as they try to manage the ongoing implications these changes have on B2B sales. Also visit our  Challenger Selling and Taking Control resources to learn more about how you can arm your sales force to challenge customers.
  • BUSINESS GROWTH DEVELOPMENT  |  TUESDAY, FEBRUARY 1, 2011
    [Sales] 16 Things That Top Sales People Don’t Do
    Most of us who are in sales want to be good at what we do, because sales, just like business is a process of constant improvement if you really want to go somewhere or become one of the top sales people. So what is it that top sales people do that makes them the best at what they do ? Top sales people don’t loose control.
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 9, 2011
    [Sales] My Secret Methods for Turning Marketing Leads into Qualified Sales Leads
    by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. In addition to those techniques, I believe the secret to a truly high-performance revenue engine is the effective use of a Sales Development team.  Put simply, SDRs pass the baton from marketing to sales. Talent development for sales.
  • GREAT B2B MARKETING  |  TUESDAY, APRIL 3, 2012
    [Sales] B2B Lead Management – 6 Best Practices
    Some companies are good at generating B2B sales leads , others are good at qualifying and closing those leads, but the top performing companies, are those that leverage B2B lead management techniques and can do both.  If possible, make the qualification portion of B2B lead management a marketing task, not a sales task. 
  • SALES CHALLENGER  |  TUESDAY, JUNE 5, 2012
    [Sales] 6 Principles to Make the Most of Your Sales Metrics
    Has your sales team met its quarterly target? But, why did your sales team miss its quarterly target? Most sales organizations spend a considerable amount of time reporting various performance and productivity metrics. As a result, metrics seldom inform sales strategy and business decisions. Sales Insights Sales Metrics
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, NOVEMBER 3, 2014
    [Sales] 3 Myths About Power Dialing When it Comes to Sales Teleprospecting
    “I didn’t have a power dialing session on Monday, and I missed it,” said a B2B inside sales rep on my team last week. The same goes for my sales reps. Ah – music to my ears. For the past year, I’ve spent a lot of my time investigating power dialing tools and methodologies.
  • LEAD VIEWS  |  SATURDAY, MARCH 20, 2010
    [Sales] Why Sales is from Mars & Marketing from Venus???
    At the recent IDC Directions 2010 conference - there was a lot of buzz about the Sales and Marketing disconnect in organizations and one of the phrases that caught my attention was - 'Sales is from Mars and Marketing from Venus'. Thinking deeper on this I realized that, maybe the title of John Gray's.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 6, 2015
    [Sales] Lead Generation That Converts Leads into Sales Opportunities
    Unfortunately, as little as 5 to 15%  of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. Marketers who really want to help Sales perform better will focus on higher-quality leads, which have better odds of converting into pipeline opportunities and customers. challenge. Create a marketing funnel .
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 15, 2011
    [Sales] New “Cheat Sheet” on B2B Lead Nurturing
    We wrote a very popular … Continue reading → Demand Generation lead generation Lead Nurturing Lead Scoring Leadership Management best practices Marketing Marketing Automation Sales 2.0 sales challenges sales funnel Sales knowledge sales leadershipBut they don’t know what it is or how to do it.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JULY 15, 2013
    [Sales] 3 fundamentals of a successful social selling strategy
    But sometimes, you have to sell … especially if your job is in sales! The first thing we need to do is re-frame the social sales strategy to adapt to this new channel. The problem is, when many sales people enter the digital space they forget what made them successful in the first place. Here’s the good news. WRONG.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 14, 2013
    [Sales] Intro to Lead Generation: How to determine if a lead is qualified
    thought it might assist many readers, especially those newer to the complex sales and marketing process (and thank you to Felix for allowing me to share this publicly). Defining a lead as qualified basically means they are qualified to talk to a sales representative. Lead Generation: How 64% of marketers starve Sales of opportunity.
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